• Lead global territory planning and segmentation across regions, industry verticals, and product lines, ensuring equitable coverage and alignment with company growth goals • Design and manage sales compensation plans, including quota setting, incentive structures, and plan governance, in partnership with Finance and Sales Leadership • Own SPIFF planning and execution, ensuring programs are financially sound, aligned to strategic priorities, clearly communicated to the field, and measurable • Partner with Sales Managers to support headcount planning, hiring forecasts, and budget adherence, ensuring sales capacity aligns with revenue targets • Work closely with Armada’s Partner and Channel teams to streamline partner program and deal registration protocols • Serve as a key stakeholder in annual and quarterly planning processes, including territory realignments, quota resets, and coverage models • Collaborate closely with Deal Desk to streamline deal approval workflows, pricing governance, CPQ administration, and exception handling • Work with Systems and RevOps teams to drive process improvements, automation, and tooling enhancements across CRM and sales tech stack • Develop scalable sales processes & reporting protocols that support a global sales organization selling both hardware and software solutions • Provide clear reporting, insights, and recommendations to leadership on sales performance, productivity, and efficiency • Act as a trusted advisor to Sales Leadership, balancing strategic planning with hands-on operational execution